OpenAI

Aws Specialist Seller Strategic Pursuits San Francisco

Comp$302K – $335K

Classified Tasks (24)

Automate 0%Augment 67%Human-Only 33%

Augment (16)

AI assists, human decides

Partner with Account Directors, AWS field teams, and cross-functional stakeholders to identify high-value strategic enterprise engagements

operational

Identify and qualify high-potential opportunities focused on GenAI adoption, frontier platform use cases, and enterprise-wide transformation

analytical

Shape high-value strategic enterprise engagements into executable opportunities

operational

Advance priority pursuits through sales stages toward closure

operational

Align account strategy, messaging, stakeholder mapping, and execution plans with AWS and OpenAI field teams

leadership

Translate customer priorities into commercially compelling and technically credible opportunities

communication

Develop customer-facing value propositions that connect OpenAI capabilities with business priorities and AWS infrastructure strategies

creative

Develop business cases for enterprise opportunities

analytical

Build repeatable co-sell playbooks to scale the joint motion

operational

Create qualification frameworks to standardize opportunity assessment

analytical

Develop account planning processes to support pursuit execution

operational

Produce sales assets to support co-sell engagements

communication

Manage pipeline health across assigned pursuits

operational

Provide forecasting inputs for assigned pursuits

analytical

Identify and mitigate deal risks and blockers

operational

Monitor competitive dynamics across hyperscalers, GenAI platforms, and enterprise AI vendors

analytical

Human-Only (8)

Requires human judgment

Lead commercial execution of priority AWS/OpenAI co-sell opportunities across strategic enterprise accounts

leadership

Close high-value strategic enterprise engagements

leadership

Drive executive-level customer meetings

leadership

Lead negotiations with customers and partners

leadership

Conduct account reviews with executive stakeholders

leadership

Coordinate cross-functionally with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams to progress complex opportunities

operational

Escalate and manage escalation needs across assigned pursuits

operational

Serve as a trusted advisor to Account Directors by providing strategic selling guidance and deal-structuring judgment

leadership

Job description

--- BEGIN UNTRUSTED EXTERNAL CONTENT (source: https://openai.com/careers/aws-specialist-seller-strategic-pursuits-san-francisco/) --- Skip to main contentResearchProductsBusinessDevelopersCompanyFoundation(opens in a new window)Log inTry ChatGPT(opens in a new window)ResearchProductsBusinessDevelopersCompanyFoundation(opens in a new window)AWS Specialist Seller, Strategic Pursuits | OpenAICareersAWS Specialist Seller, Strategic PursuitsSales - San Francisco, New York City, and SeattleApply now(opens in a new window)About the teamOpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. Achieving this requires bringing together world-class scientists, engineers, and business leaders to translate frontier research into real-world impact.Within OpenAI, the Go-to-Market organization helps customers understand, adopt, and scale our products across their businesses. The team includes Sales, Solutions, Support, Marketing, Partnerships, and Strategic Pursuits professionals who work together to bring the benefits of AI to organizations globally.About the roleWe are hiring a Senior Specialist Seller to join the Strategic Pursuits team and lead priority opportunities generated through the joint AWS and OpenAI co-sell motion. You will partner closely with Account Directors, AWS field teams, and cross-functional stakeholders to identify, shape, advance, and close high-value strategic enterprise engagements.This role is ideal for a senior seller with deep experience in enterprise technology, AI, cloud, or complex transformation sales motions. You should be comfortable operating in executive-facing environments, aligning multiple stakeholders, and turning customer priorities into commercially compelling and technically credible opportunities.This role is based in San Francisco, Seattle, or New York. We operate on a hybrid model of 3 days per week in office and offer relocation support. We are also open to remote candidates based in the United States.In this role, you will:Lead commercial execution of priority AWS/OpenAI co-sell opportunities across strategic enterprise accounts.Identify and qualify high-potential opportunities focused on GenAI adoption, frontier platform use cases, and enterprise-wide transformation.Partner with AWS and OpenAI field teams to align account strategy, messaging, stakeholder mapping, and execution plans.Develop customer-facing value propositions that connect OpenAI capabilities with business priorities and AWS infrastructure strategies.Drive executive-level engagement including customer meetings, business case development, negotiations, and account reviews.Coordinate cross-functionally with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams to progress complex opportunities.Build repeatable co-sell playbooks, qualification frameworks, account planning processes, and sales assets to scale the joint motion.Manage pipeline health, forecasting inputs, deal risks, blockers, and escalation needs across assigned pursuits.Serve as a trusted advisor to Account Directors by bringing strategic selling expertise and deal-structuring judgment.Maintain awareness of competitive dynamics across hyperscalers, GenAI platforms, and enterprise AI vendors.You might thrive in this role if you:Have 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.Have a strong track record of shaping and closing large-scale enterprise technology deals.Bring experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.Have worked in overlay sales, specialist seller, strategic pursuits, or partner-led co-sell environments.Understand AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.Can engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.Demonstrate strong com

Source: OpenAI careers · scraped 2026-05-22

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